Selling and Negociations Skills

Presented by Franck Ngahane

Objective• To enable, empower you to be the best

salesperson you can be

Expectations

• Be participative, Be Open,

What selling means to you?

2min

Share with a person next to you

2min

Who is a seller?

2min

Share with a person next to you

2min

Are you a seller?

A good seller always ask the right questions to his target

and customizes his product to be the right answer.

The Golden Circle

HOW

WHAT

WHY

The Golden Circle

HOW

WHAT

WHY

The Golden Circle

WHY

HOW

WHAT

«Is a promise of value to be delivered and a belief from the customer that value will be experienced».

The Value Proposition

iGCDP

Target Value Proposition

NGOs Organizations

SchoolsAccess to international talents

CSR solutions

Companies Governments Foundations

iGIP

Target Value Proposition

Companies Access to global top talent

Negociation flow0. Preparation1. Arrival2. Waiting3. Icebreakers4. Connection points5. Cooperation opportunities6. Prices, contracts, questions7. Objection handling8. Summary, next steps9. Follow up, closing the deal

PreparationInformation gathering

• Google• Newspaper, online

platforms• Webpage• CRM (past)• Contact, vision,

mission, profile etc.. connection points, reflect on them

What to bring• Business card (annual

report)• Product sheet• Sample contracts, JQ• Pen, (notebook)

Arrival

• Be punctual• Ask the exact time, place, name etc.

at the end of the cc• Switch off your phone

Waiting• Don’t make a stir• Your environment – connection points

(handouts, newspapers, brochures, pictures etc)

• If they offer some water, accept it• Prepare your stuff – notebook/pen,

business card, PS etc

Negotiation• Icebreaker, what they’ve heard about @• Connection points, common things – goal:

present @ as it is relevant for them• Project/team introduction, reason for the

nego• Introduce the possible cooperations• Price, contracts, questions• Objection handling!• Sum-up

Pay attention• Protokolls, be polite• Be elegant, business casual• Cellphone is OFF• Stand up when the partner comes in• Hand shake!!!!, 1st the partner tells his/her name, than you• Change BC on the table!• Don’t use @ abbreviations• Don’t show if you are nervous, hands not under the table• Speak understandable• If you are not sure in anything, tell him/her and ask it later

from the LCVPICX/LCVPER• Taking notes

Principles• Equal partners• 80% - 20%• Ask and reflect on the previous information• Goal: find the connection points through the gained

information• Make the partner realized on his/her needs• About the partner• Questions – partner can find the answer with the

help/support of @• Follow-up – the goal is to build long term partnerships• DOCUMENTATION

Connection points

• Network (global organization)

• Long term partnerships• Long term learning process• Leadership development,

leadership XP• Competency based

selection (EP and LT as well)

• Internationalism• Multicultural environment• Dynamism

• Responsibility• Values• Teamwork• Cost efficiency• Time efficiency• Market knowledge• Innovative view• Examples• Added value (win-win

situation)• Work of the projects,

teams

Handling the objections

• We don’t have money…• Nobody speaks english• What can the trainee do?• We can’t afford another workforce• The job is not for students• We have bad XP with students• We don’t have time for it

Summary• Sum it up• Talk about the next steps, DDLs• 3 corner rule

Follow up• Output• CRM• Call them – build long term

partnership• Inkind: report, e-mails, thanks etc.• Closing the deals

Questions?